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Here is a list of resources that I have found to be helpful.

Here is a list of resources that I have found to be helpful and if you decide to buy any of these resources I hope they help you to grow personally and to develop a more profitable business.

Dan Kennedy
No B.S. Series
No B.S. Marketing to the Affluent
No B.S. Time Management for Entrepreneurs
No B.S. Ruthless Management of People & Profits
No B.S. Sales Success

The Ultimate Marketing Plan
The Ultimate Sales Letter
Resource to learn how to do your own marketing
http://www.dankennedy.com/index.php
Glazer-Kennedy Insider’s Circle Newsletter

Sales Resources

Influence by Robert Cialdini
Let’s Get Real or Let’s Not Play by Mahan Khalsa
Question Based Selling by Thomas Freese+



Sandler Sales System
  • Presidents Club (Live Sales Training with Lifetime Membership)
  • Best of Sandler CD’s
  • Sandler Rules
http://www.sandler.com/+



Dave Yoho
  • Home Improvement Selling Skills audio or DVD
  • Power Linguistics audio
  • Closing The Sale (Professional Selling Skills)
http://www.daveyoho.com/

David Yoho Negotiating Higher Prices in Competitive Markets
http://www.davidyoho.com/home.html

Rodney Webb
http://rodneywebb.biz/

Management
The E-Myth Contractor
Good to Great by Jim Collins+Managing A Contracting Business by Harold W. Squire
Marketing Resources
The Discipline of Market Leaders by Treacy & Wiersema
Hypnotic Writing by Joe Vitale paperback
Copywriting Software by Joe Vitale “Hypnotic Writing Wizard” be sure to buy the swipe file that compliments the software.
http://www.mrfire.com/

Personal Growth & Productivity
The Bible

Failing Forward by John Maxwell+



Paper back or Audio CD’s by Robert Ringer. I’ve got the audio CD’s but I don’t see them for sale on his web site. You may have to subscribe to his E-letter to find about them or try Amazon.
Buzans iMindMap software that helps you think
http://www.imindmap.com/

The 7 Habits of Highly Effective People by Steven Covey audio or paperback

Wealth Creation & Financial Well-being by Dr. Mark Chironna
Change Your Mind About Money by Dr. Mark Chironna
http://markchironna.com/

Boundaries: When to Say Yes, How to Say No to Take Control of Your Life (Paperback) by Cloud & Townsend

The New Psycho-Cybernetics by Maxwell Maltz updated by Dan Kennedy



Leadership
The 21 Irrefutable Laws of Leadership by John Maxwell
Patton on Leadership by Alan Axelrod

To Your Success
 

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I have not heard of Dan Kennedy. Marketing to the affluent, interesting... I just came from a house about a spit wad's distance from Lake Michigan in Highland park. We were joking how he could remodel the house and sell it and the new owner would remodel it again, because that's the area it's in. Definetly affluent. He found us through our website.

Thanks for the list though. I'd say I'd check them out but I am in a funk and exhausted and just want to go home and sleep.
 

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Discussion Starter · #4 ·
Synergize

Habit number 6 of Steven Covey’s 7 Habits is “Synergize”.

I wonder how much synergy we can create here, what are your thoughts?
 

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Discussion Starter · #5 ·
Personal Growth

You may be wondering why I included some books on personal growth.

I read somewhere that personal growth precedes professional growth.
 

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Discussion Starter · #7 ·
Habit number 6 of Steven Covey’s 7 Habits is “Synergize”.

I wonder how much synergy we can create here, what are your thoughts?
Covey talks about how effective people achieve interdependence and create synergy.

According to Covey less effective people operate at levels of dependence and independence.

Dependent people rely on others to get their needs met. They tend to blame others for their situation and they don’t accept responsibility for what is happening in their life.

The solution to a problem is always some how out of their control.

The next level above dependence is independence. Independent people accept responsibility but can not achieve a whole lot because they are not working effectively with others.

We have talked about networking groups here and you know my thoughts on that topic. I’m not opposed to groups as long as they don’t require members to give up independent thoughts and they promote interdependence.

The problem with most consultants and groups is that they want to push you back down to a position of dependence. They manipulate people and try to make them feel dependent on the guru and the group. It’s the opposite of interdependence and synergy.
 

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Discussion Starter · #8 · (Edited)
Dan Kennedy

Here is a quotation from the May 2009 issue of Dan Kennedy’s NO B.S. Marketing Letter.
“MARK TWAIN wrote” Whenever you find you are on the side of the majority, it is time to pause and reflect.”

The majority in your business, industry or profession are wrong about most – if not all – of their beliefs about how to be successful in that business, industry or profession.

That’s a difficult truth to wrap your head around, but this fact doesn’t lie: 95% of them earn a great deal less than 5% do. Only about 1% become rich through their businesses – compared with at least 20% to 50% who barely eke out a living or fail. EVERY population divides roughly into 1%, 4%, 15%, 40% and 40% groups. Many more at the bottom than at the top.

Generally, 1% rich
4% prosperous
15% doing well
40% sustaining only mediocrity – in financial terms, heads above water but barely and
40% doing poorly.

40% of the population now pays zero net income taxes – in fact, their tax credits exceed whatever they pay in, if they pay anything.

Under the Presidents plan, this 40% contributing zero to the government will bump above 50%.

Overall, these “success stats” NEVER change – recessions or booms, new technology breakthroughs or not, etc. in the general population, by the way these stats have not been altered one way or another since the industrial revolution; not by new industries emerging or old ones dying; not by availability of education; not by stock market crashes or booms; not by jobs outsourced or ups and downs in legal and illegal immigration; not by the internet; not by anything.

The stats are constant. Within a particular business population, they rarely change and then only slightly and briefly. The stats are the irrefutable evidence convicting majorities of mental and behavioral malfeasance.

YOU may choose to move from one group to another by “moving” your ambition, thinking, acquisition and use of information, initiative, effort. But regardless of your choices, the fact that the majority of your peers are dead wrong won’t change a whit. For the most part, where a person gets to in this continuum from the top 1% to the bottom 40% has much les to do with genetics, upbringing, education, opportunity or luck than it does decisions. Associations matter a lot, but they are or can be chosen.

The first critical decision for upward movement is ALWAYS distrust the majority. It’s not an easy decision to make. It’s even harder to stick to. To see the majority stampeding north and stubbornly turn south. Not easy at all. To remember that whatever “everybody” is infatuated with you should spurn, a damnably difficult task.”
 

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Discussion Starter · #9 ·
Sandler Rules

Here are a few of my favorite Sandler Rules

Nurture, Nurture, Nurture.

Only decisions-makers can get other people to make decisions.

A decision not to make a decision IS A DECISION. You must get a commitment. Get the prospect to say YES or NO.

Sales people don’t get thrown out….they bail out.
Don’t wimp out? Plant your feet!

Never do anything unless the prospect is committed.

Always know what is going to happen next. No mutual mystification!

When faced with stalls, objections, or put-offs, you must eliminate them or it’s over.

If you wait until the presentation to close the sale, you put too much pressure on the prospect and yourself.

 

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Discussion Starter · #10 ·
Patton

Here’s something from Axelrod’s book “Patton on Leadership” subtitled “Strategic Lessons for Corporate Warfare”

Chapter 27. Keep Moving

“You keep moving and the enemy cannot hit you. When you dig a foxhole, you dig your grave.” Patton

Axelrods’s comments:

“the winning attitude is one of movement and progress, not digging in and holding ground. Defensive postures are illusions. Digging in may make you feel safe, but, in reality, you have transformed yourself into a stationary target. In any competitive enterprise, action is preferred to inaction.

Chapter 28. When in Doubt, Attack

“Wars are not won by defensive tactics.” Patton

Axelrod: “Too many CEO’s and managers take a defensive approach to business. Patton would point out to them that they are transforming themselves into sitting ducks by making themselves predictable. As the cliché goes, the best defense is a good offense. Go forward. Be aggressive. Don’t give your competition a chance to pin you down. Trepidation and loss of morale come with a defensive posture. Attack the problem, attack the market. Attack the competition, and you are proceeding positively. Fear will melt, and morale will rise.”

Chapter 176. Act Beyond Your Fears

“Do not take counsel of your fears.” Patton

Axelrod: Patton never denied being fearful in battle. Quite the contrary: he admitted fear, and he advised others to admit fear and to recognize their fear-but, having recognized it never take counsel of it. Patton believed a good commander is one who learns to live with fear, to control it so that fear is never put in the driver’s seat.
 

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Discussion Starter · #11 · (Edited)
Selling is a killer sport

You keep moving and the enemy cannot hit you. When you dig a foxhole, you dig your grave.

Wars are not won by defensive tactics.

Keep moving.

Move forward.

Do not take counsel of your fears.

Hold them by the nose and kick them in the pants.

When in doubt, attack.

Patton
Selling is a killer sport, if you can’t kill you can’t sell.

No one ever accomplished anything great by playing it safe.

You can’t loose anything that you never had.

When a prospect is neutral, get him moving.

People buy emotionally, they only make decisions intellectually.

Attack objections up front.
David Sandler


Implementing a sales process that is based on a “quote & hope” strategy is a defensive strategy. A “quote & hope” strategy is a sales strategy that does not qualify the prospect and does not lead to a yes or no decision. You waste a lot of time passing out quotes and hoping that they will buy from you. In other words you are not proactively engaged in an effective sales process.

You are trying to defend yourself from hearing a “no” from the prospect.

You will do whatever the prospect wants because you’re afraid that you will loose a possible sale if you don’t.

“You can’t loose anything that you never had” David Sandler
You are implementing a sales process that puts the prospect in control and wastes a lot of your time. You are letting the prospect hold you by the nose and kick you in the pants.

Hold them by the nose and kick them in the pants. Patton
You should be in control of the sales process.

When in doubt, attack.

“Do not take counsel of your fears.” Patton
Your most valuable asset is your time, a sales process that wastes your time is your enemy.

Attack the time wasters by qualifying over the phone.

Do not be afraid to ask questions.

Do not be afraid to qualify or disqualify the prospect.

Do not be afraid to ask for a yes or no decision.

Do not be afraid to hear the prospect say “no”.


When in doubt, attack. Patton
Attack objections up front. Sandler
Attack the price objection up front

Attack the think it over objection up front.

You are trying to defend your position. You are in a position where the prospect is not telling you “NO”. This is an illusion of safety because you believe if you let the prospect hold you by the nose and kick you in the pants long enough they will eventually buy from you, but they won’t…You are digging your own grave.

“No one ever accomplished anything great by playing it safe” David Sandler
Keep moving. Move forward. Patton
You have to keep moving the sales process forward toward a decision, you must get the prospect to say yes or no, if you don’t you are wasting your time.

You must give up defending your position of “hope”. Hope is not a strategy, hope is only a defensive tactic. It’s designed to defend yourself from the brutal truth. The brutal truth may be that you don’t know how to close a sale. The brutal truth may be that they are shopping for low price. The brutal truth may be that they have no idea if or when they will do the job. The brutal truth may be that they do not have the ability to pay for the project. The brutal truth maybe that there is a hidden decision maker, etc.

Hold them by the nose and kick them in the pants. Patton
You “hold them by the nose” by maintaining control of the sales process and you “kick them in the pants” by getting them emotionally involved.
 

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Discussion Starter · #12 ·
Here's proof

Here’s proof that everything Dan Kennedy said in that article is true, Just look at the lack of response to this thread.
 

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Jack,

Besides just the quotes, what do they, or you do to follow through based on all of the ideas presented?

Just saying grab them and kick them is one thing, but knowing and showing how to implement those ideas into strategies that can be emulated would really allow for this topic to expand.

By the way, it was only about 4 hours from your previous postings to the follow up about the lack of response.

This forum does not yet have the ongoing minute by minute additions to topics like Contractor Talk does, so you have to be patient for responses.

Ed
 
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